FRITOLAY - CAPSTONE MARKET VISIT FORMAT

Route Name: Nazimabad No.2

Order Booker: Mr. Hammad Date: XX-XX-2018 Day: XXX
Route Code: Nazimabad No. 2
No. of FLP Racks Competition Racks
S.No. DMS Code Shop Name Area Owner Name & No. Snack Kolson Oye
MIX PC NPC City OPTP Hoye
Others

1 Bilal Pan Shop Nazimbad No. 2 Bilal 1- - - 1- - -

2 Dani Pan Shop Nazimbad No. 2 Waqar - 1- - - - - -
3 Athar General Store Nazimbad No. 2 Athar 1- - - - - - -

4 Mashallah Bakers Nazimbad No. 2 Altaf - 1- 1 1- - -

5 Mashallah Store Nazimbad No. 2 Arsalan - - - 1- - - -
6 Q Store Nazimbad No. 2 Aftab - 1- - - - - 1
7 Mashallah Bakers Nazimbad No. 2 Musarwar 1- - - 1- - -
8 M. Hadi Store Nazimbad No. 2 Rizwan - 1- - - - - -
9 A.M Medicos General Store Nazimbad No. 2 Asim - 1- 1 1- - 1
10 G Mart Nazimbad No. 2 Haider - 1- - - - - 1
11 Sonu General Store Nazimbad No. 2 Asif - - - 1- - - -
12 Husnain General Store Nazimbad No. 2 Hussnain - - - 1 1- 1-
13 Wahan General Store Nazimbad No. 2 Wahab - - - 1- - - -
14 Hassan General Store Nazimbad No. 2 Irfan 1- - - - - - -
15 Shahid Store Nazimbad No. 2 Shahid - 1- - - - - -
16 Bismillah Store Nazimbad No. 2 Arshad - 1- - - - - -
17 Huzzam Bakers Nazimbad No. 2 Noman - 1- - - - - -
18 Pervaiz Store Nazimbad No. 2 Adil - - - 1- - - -
19 Arif General Store Nazimbad No. 2 Hanif 1 1- - 1- - -
20 Ahmed Pan Shop Nazimbad No. 2 Aftab 1 1- 1 1- - -
Farooqi Pan Shop Nazimbad No. 2 Yonuos - 1- - - - - -
 FRITOLAY - CAPSTONE MARKET VISIT FORMAT
Route Name: Nazimabad No. 2
Order Booker: Mr. Hammad Date: XX-XX-2016 Day: XXX
Route Code: Nazimabad No. 2
KPI Sales Analysis (Rupee Value)

S.No. DMS Code Shop Name Book vs Current comp trade

Computerized Service delivery Pepsi Snack Snack City Kolson OPTP Oye Hoye Others trade spend spend
Bill Frequency Compliance

1 Bilal Pan Shop Yes Ok ok 2000 Per Week Rack Rack

2 Dani Pan Shop Yes OK ok 1000 Per Week Rack -

3 Athar General Store Yes Excellent excellent 8000 Per Week 1000 Per Week Rack -
4 Mashallah Bakers Yes Excellent ok 1500 Per Week 400 Per Week 5000 Per Week Rack -

5 Mashallah Store Yes Ok low 1000 Per Week 1000 Per Week 4000 Per Week Rack Rack
6 Q Store Yes Ok low 2000 Per Week 1000 Per Week 1000 Per Week Rack Rack
7 Mashallah Bakers Yes ok ok 10000 Per Week 2000 Per Week 7000 Per Week Rack Rack

8 M. Hadi Store No ok ok 12000 Per Week 7000 Per Week Rack -

9 A.M Medicos General Store Yes Good ok 10000 Per Week 8000 Per Week 8000 Per Week Rack Rack
10 G Mart Yes Good ok 5000 Per Week 1000 Per Week Rack Rack

11 Sonu General Store Yes Ok ok 3000 Per Week - Rack

12 Husnain General Store Yes Low ok 1500 Per Week 2000 Per Week 2000 Per Week 1500 Per Week - Rack
13 Wahan General Store Yes Ok ok 1500 Per Week - Rack

14 Hassan General Store Yes Ok low 5000 Per Week 2500 Per Week Rack -
15 Shahid Store Yes Low low 1000 Per Week Rack -
16 Bismillah Store Yes Low low 1000 Per Week Rack -

17 Huzzam Bakers Yes Ok ok 4000 Per Week Rack -

18 Pervaiz Store Yes Ok ok 700 Per Week 2000 Per Week - Rack
19 Arif General Store Yes Ok ok 12000 Per Week 1000 Per Week 5000 Per Week Rack -

20 Ahmed Pan Shop Yes Ok ok 5000 Per Week 2000 Per Week 1000 Per Week Rack Rack
Farooqi Pan Shop Yes Ok ok 500000 Per Week 2500 Per Week 2000 Per Week Rack -
 FRITOLAY - CAPSTONE MARKET VISIT FORMAT
Route Name: XXXXXXXXXXX
Order Booker: XXXXXXXXXXXX Date: XX-XX-2016 Day: XXX
Route Code: XXXXXXX

Steps of Call Analysis a / O (opportunity) DSR Relationship with Trade Competition Presence ( Overall Category Share)

1 Prepare For Call NI = Needs Improvement Snack City Major Competitor

2 Greet The Customer AS = At Standard Kolson Trying to penetrate the market
3 Walk The Store EX = Excellent OPTP Non availability of products
4 Prepare & Determine Initial Order Oye Hoye Non availability of products
5 Make Sales Presentation Others Non availability of products
6 Assemble Customer Order
Sales Developmental Oppurtunities
7 Check-in Customer Order
No of Average PCI SKU Availability
8 Merchandise Product
9 Complete The Sales Call There is room for Sales
developmentan opprotunities if
10 Evaluate The Sales Call commitment are meet on time &
Which step is the opportunity area of the DSR? retailers are updated with current
scheme on time.
Prepare & Determine initial order. three to four

BUSINESS AND MARKET INSIGHTS: There

are opportunities to explore the market along with service level & fulfilling the commitments. There was a one shop, Pepsi committed them to provide the
motor bike but still he did not receive the bike though he is a potential customer of M/s Rahbar. Complains should properly handled & supplies must be on
time. There is another issue was retailer demanded for Salt, French Cheese Flavor & Wavy Bar B Q but they were forcing to sale another flavor of Wavy. Rs. 10
Lays & Rs. 20 was in demand but at that time supplier were short in quantity.